Forecasting is by nature an uncertain practice - part art, part science. In the past, it was more of a sales leaders’ art, based on experience, intuition, and assumptions. But as the need for more precise forecasts has grown, and as sales leaders have gained ever-greater access to key data, the science of forecasting has moved to the forefront. That science, however, depends on the collection of the right kind of data delivered in a timely way, drawn from the right systems, and then unified in a way that provides context and granular detail about the sales organization. In many businesses, collecting these insights from disparate systems can be difficult and can result in blind spots.

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